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1. Interpersonal Skills:How to Use Sales Psychology to Create Longer - Lasting Sales-Winning Relationsh

   by Gregory Stebbins - 2007-05-21
   A participant in one of my recent seminars asked me, "Can I rearrange my client's office during a sales presentation?"The sales person had gone to an initial meeting where the chairs in the office wer...

2. The Sales Apprentice- Sales Training Tips From The Hit TV Show, Part V

   by Gavin Ingham - 2007-04-28
   "Now 11 remain to fight for the chance to become the Apprentice." So began this week's episode of the hit TV show which was primarily about selling and was packed to the rafters with sales training ti...

3. Tools for Success, Surveying Your Customers

   by Jim Masson - 2007-04-27
   Master salespeople are always looking for a performance edge. One of the tools that they employ is surveying their client base especially shortly after a sale is completed. National companies do it al...

4. Better Ways to Close Deals

   by Christine Anne Sutherland - 2007-04-24
   Wrapping up the Sales ProcessHow many closes do you know? Just about every sales course puts the emphasis on closing. Many sales courses exhort the 'ABC' of closing, 'Always Be Closing'.In our opini...

5. Why the Bottom Line Isn't

   by Colleen Francis - 2007-04-24
   Recently, I've been coaching a number of clients who work in highly competitive industries. It's not uncommon for these clients to have upwards of 30 direct competitors apiece - and that's just in the...

6. When To Get The Hell Out Of Dodge Part I

   by Frank Mims - 2007-04-24
   Sales professionals waste time with prospects who are not going to buy. If you have worked in the field of sales and sales marketing you have a story about the prospect who got away after you had fo...

7. Focus on your most important investment - your time

   by Colleen Francis - 2007-04-22
   No matter how wealthy, talented or successful we become, time is the one thing we can never get enough of. The top 10% of performers are acutely aware of the value of their time. In fact, all successf...

8. The Stuff Of Sales Dreams - Selling Through Tenacity and Relationships can Make Your Dreams Come Tru

   by Dan Goldberg - 2007-04-22
   When was the last time you actually made all the calls and contacts you had to make in order to get the prospects and clients you need to reach your sales goals?During the month it's a good idea to me...

9. Identifying Influence (The Seven Strands)

   by Andy Haigh - 2007-04-20
   IntroductionInfluence is intangible. You cannot see it at work, yet it is all pervasive in any corporate organisation and Public Sector organisations are no different. In any sales situation, if we ca...

10. How The Most Successful Companies Develop Their Sales Teams

    by Jonathan Farrington - 2007-04-14
    Not enough companies have learned how to employ sales training as a strategic tool.  Those that have are leaders in their industries, offering their shareholders maximum return on investment, are...

11. Sales Results, Are You Lagging Behind Your Peers?

    by Jim Masson - 2007-04-14
    Over years of sales management and sales training, I often heard salespeople say something like, "I'm smarter than almost everyone working here, I take sales courses and read stacks of books, yet they...

12. Tools for Selling Success, Measuring Your Ratios

    by Jim Masson - 2007-04-14
    Master salespeople are always looking for a performance edge. One of the tools that they employ is measuring their performance ratios. The average salesperson works hard to avoid dealing with those me...

13. Lost Sales and Lost Sales Opportunities, Taming the Ego

    by Jim Masson - 2007-04-14
    Losing sales opportunities or having previously closed sales unravel cause more ulcers and headaches for salespeople than almost any other one thing. As salespeople, we fully understand that these eve...

14. Profitable Sales Pipeline And How To Build It

    by Frank Mims - 2007-04-14
    The strength of any great sales professional is in the size, value, and credibility of the pipeline. A pipeline is defined as an identified prospect company to which you have described the features of...

15. Success in Selling, Can It Lead You to Disaster?

    by Jim Masson - 2007-04-14
    Wow, what a scary title! It's not what most people believe to be true and it certainly is not something they want or expect to hear from a sales trainer. Yet there are two scenarios where it is defini...

16. Herding Behavior And Internet Marketing

    by Esther Smith - 2007-04-13
    Exasperation has brought me to the writing of this Article.  Let me ask you how many spam-emails have you received with the opening sentence that goes something like this:  “If I can s...

17. When Do You Quit?

    by Gary Jones - 2007-04-12
    "Age wrinkles the body. Quitting wrinkles the soul." Douglas MacArthur, U.S. GeneralWhen prospecting, when is enough, enough? Do you try to contact a potential client one, three, ten or one hundred ti...

18. Casual vs. Business Dressing for Success

    by Frank Mims - 2007-04-10
    As late as the 1870s surgeons could be seen performing open operations on their patients while dressed in Brooks Brothers suits with full Bemberg lining, corozo buttons, and double besom flap pockets...

19. Doubling Sales In 30 Days - A Scientific Exercise

    by Christine Anne Sutherland - 2007-04-10
    Start With the Real Facts about FailureEveryone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if histor...

20. Receptionist or Personal Assistant, Getting Past the First Line of Defense,

    by Jim Masson - 2007-04-08
    Many salespeople experience a great deal of frustration when making an initial attempt to reach the proper decision maker in an organization. They are met first by a receptionist or personal assistant...

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